Business Development Director, Media & Entertainment-Global Strategic Account

Business Development Director, Media & Entertainment-Global Strategic Account

San Mateo, CA | $ - $

Lead strategic growth and account expansion for mid‑to‑large Media & Entertainment enterprises, delivering cloud and AI‑driven solutions across Alibaba Cloud’s Enterprise, Public Cloud, and AI portfolio.

Key Responsibilities

• a portfolio of mid‑to‑large Media & Entertainment enterprises, managing the full sales cycle from initial engagement to long‑term expansion.

• Build trust and influence with C‑level executives (CTO, CIO, CDO, Head of Engineering/Operations) by understanding media‑specific pain points such as content delivery latency, burst scaling, cost‑efficient rendering, AI‑driven metadata tagging, and global rights management.

• Develop and execute Customer Success & Growth Plans (CSPAs) with quantified upsell roadmaps, expanding from IaaS into PaaS, data analytics, AI/ML, and serverless media workflows.

• Drive cross‑sell of Alibaba Cloud’s core products (ECS, VPC, SLB, OSS, RDS, CDN, ACK) and AI/Intelligent Computing solutions tailored to M&E use cases such as live streaming, video transcoding, and generative AI for creative tools.

• Translate business challenges into cloud solutions—e.g., using Apsara Video Live, OSS, and PAI to modernize broadcast or OTT architectures.

• Differentiate Alibaba Cloud from competitors by articulating advantages in Asia‑Pacific connectivity, high‑throughput cost‑performance, and open AI models.

• Lead full sales cycles: qualify opportunities, craft compelling proposals, negotiate commercial terms, and close multi‑year deals.

• Partner with Solutions Architects, Product Teams, and Alibaba Cloud Partners (system integrators, ISVs) to deliver integrated solutions.

• Proactively identify and resolve customer experience gaps, acting as the voice of the customer internally to improve product and service delivery.

• Analyze U.S. M&E trends and track competitor moves to uncover whitespace opportunities and position Alibaba Cloud’s unique value.

Qualifications

• 8+ years of B2B cloud sales or pre‑sales experience, with a proven track record of selling public cloud infrastructure (IaaS/PaaS) to enterprise customers.

• Demonstrated success in managing Key Accounts, driving revenue growth, and executing large‑scale cloud migrations.

• Experience selling to Media, Entertainment, Gaming, or Digital Content companies, understanding their technical stacks (CDNs, encoding, storage, AI/ML pipelines).

• Ability to engage technical and business stakeholders—engineers to C‑suite—with credibility.

• Strong negotiation, presentation, and strategic planning skills.

• Willingness to travel within the U.S. for customer and partner engagements.

Preferred

• Prior experience at a major cloud provider (AWS, Azure, GCP, Oracle, IBM) or a competing Chinese cloud vendor.

• Familiarity with media‑specific technologies: FFmpeg, HLS/DASH, DRM, video AI, rendering farms, or ad‑tech platforms.

• Knowledge of U.S. data compliance frameworks (e.g., CCPA) and global content distribution challenges.

• Existing relationships with U.S. M&E decision‑makers or system integrators.

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